Shows
The GrepBeat PodcastExit Stories: Go-To-Market Strategy in an Ever Changing WorldWelcome back to Exit Stories and thanks for joining us for this episode!
On today’s episode, host Kevin Mosley is talking to Shiv Narayanan, the former CMO of Wild Apricot and founder of How To SaaS, a growth advisory firm that helps private and growth equity-backed companies actually get results from their marketing budgets. After leading Wild Apricot through its own exit, Shiv took the patterns he saw and built a business that became every PE firm’s secret weapon for scaling smarter, not louder.
Special thanks to our sponsor for t...
2025-11-0637 min
Private Equity Value Creation PodcastEp. 92: Drive Pipeline & Revenue Amid Market Uncertainty | Shiv Narayanan, How To SaaSIn this solo episode of the Private Equity Value Creation Podcast, Shiv Narayanan breaks down the challenges facing portfolio companies in today’s market—and shares a clear roadmap for investors, CEOs, and revenue leaders to drive growth.From slowing sales pipelines to rising competitive pressures and the impact of AI, many companies are underperforming compared to previous years. Shiv outlines actionable strategies to:Cut wasted marketing spend and improve efficiencyReignite stalled deals and boost close ratesMaximize existing customer value through upsells and account expansionLeverage intent data...
2025-09-2541 min
Private Equity Value Creation PodcastEp. 92: Why Private Equity Portfolio Companies Struggle to Hit Sales Targets| Shiv Narayanan, How To SaaSIn this solo episode of the Private Equity Value Creation Podcast, Shiv Narayanan breaks down the challenges facing portfolio companies in today’s market—and shares a clear roadmap for investors, CEOs, and revenue leaders to drive growth.From slowing sales pipelines to rising competitive pressures and the impact of AI, many companies are underperforming compared to previous years. Shiv outlines actionable strategies to:Cut wasted marketing spend and improve efficiencyReignite stalled deals and boost close ratesMaximize existing customer value through upsells and account expansionLeverage intent data and contextual outreach for short-term winsBuild long-term enterprise value with authentic thought leadership
2025-09-2541 min
The Fast Slow Motion Podcast"Why Most Businesses Get Marketing Wrong" - The Fast Slow Motion Podcast - Ep 039Send us a textIn episode 039, Fast Slow Motion’s Eric Housh talks with Shiv Narayanan, founder of How to SaaS and author of Exit Ready Marketing, about the four most common marketing mistakes companies make and how to fix them.Shiv breaks down how to rethink strategy, focus, budget, and team structure to drive growth. He also shares the Pyramid of Sophistication, a practical framework for building a scalable marketing engine.If you’re leading marketing or trying to scale smarter, this episode is packed with practical insights you won’t want to mis
2025-06-2420 min
Private Equity FuncastExit-Ready Marketing: Shiv Narayanan on Making Marketing Measurable in PE-Backed CompaniesPaul Stansik sits down with Shiv Narayanan—founder of How to SaaS and author of Exit-Ready Marketing—to break down what most private equity firms and portfolio companies get wrong about marketing. They explore how to make marketing a measurable, scalable lever for value creation, from diligence to exit. Shiv shares the frameworks he's used across countless engagements to tie marketing strategy, budget, and team structure to real business outcomes. If you're tired of vague brand goals and unaccountable spend—or you're just trying to figure out what "good marketing" looks like in a PE context—this epi...
2025-06-101h 01
Marketing CornerEpisode 107: Exit-Ready Marketing with Shiv NarayananSo you're looking to sell your company in 12–18 months? Congrats! 🥂How can Marketing help your business achieve exit-ready status?This week on the pod, we’re joined once again by Shiv Narayanan, Founder of How To SaaS and author of Post-Acquisition Marketing and Exit-Ready Marketing. Shiv’s the expert private equity firms, founders, and CEOs call when it's time to maximize valuation fast.We asked him: 👉 How can Marketing drive exit value and not just pipeline?Shiv breaks down:How to position your company to appeal to investors and...
2025-04-0931 minMarketing CornerEpisode 106: Post-Acquisition Marketing with Shiv NarayananYou just raised a round. Congrats 🥂 Now what?This week on the pod, we’re joined by Shiv Narayanan, Founder of How To SaaS, bestselling author of Post-Acquisition Marketing and Exit-Ready Marketing, and the person PE firms, founders, CEOs, and revenue leaders call when they need to grow enterprise value fast.We asked him: 👉 How do you evolve from scrappy growth to structured, scalable marketing?Shiv breaks down:How to make data-based decisions when there is no dataWhy you should secure political capital first before making any bold movesThe 4 initiatives marketing team...
2025-04-0128 minPrivate Equity Value Creation PodcastEp. 66: The Future of General vs Vertical AI | Shiv Narayanan, How To SaaSShiv Narayanan, Founder and CEO of How To SaaS, explains how AI can be leveraged by the private equity world. Learn about the differences between general and verticalized (or specialized) AI and how data is the product. Listen to how PE firms can use AI in the diligence phase, and the business strategy for companies to build their own vertical AI tool using proprietary data.
2025-03-2040 minPrivate Equity Value Creation PodcastEp. 66: Shiv Narayanan, How To SaaS | the Future of General vs Vertical AIShiv Narayanan, Founder and CEO of How To SaaS, explains how AI can be leveraged by the private equity world. Learn about the differences between general and verticalized (or specialized) AI and how data is the product. Listen to how PE firms can use AI in the diligence phase, and the business strategy for companies to build their own vertical AI tool using proprietary data.
2025-03-2040 minPrivate Equity Value Creation PodcastEp 60: Shiv Narayanan, How To SaaS | Creating Enterprise Value With MarketingShiv Narayanan, Founder and CEO at How To SaaS, shares his presentation from Silicon Y’All 2024. Learn about the nine critical marketing problems most companies face, from poor gross revenue and net retention problems to not generating enough traffic or leads. Shiv also shares the five most common value creation scenarios and the four major marketing mistakes companies make.
2025-02-0435 minPrivate Equity Value Creation PodcastEp. 60: Creating Enterprise Value With Marketing | Shiv Narayanan, How To SaaSShiv Narayanan, Founder and CEO at How To SaaS, shares his presentation from Silicon Y’All 2024. Learn about the nine critical marketing problems most companies face, from poor gross revenue and net retention problems to not generating enough traffic or leads. Shiv also shares the five most common value creation scenarios and the four major marketing mistakes companies make.
2025-02-0435 min
Independence by Design™#412: Revenue Predictability & Strategic Marketing Tied to Valuation Growth with Shiv NarayananIn this episode of Independence by Design™, I sit down with Shiv Narayanan, founder of How to SaaS, to uncover the core strategies behind scaling a business through strategic marketing and revenue predictability. Shiv’s deep experience in the private equity space and his work with founder-led companies offers actionable insights for owners looking to make their businesses more attractive to investors—or simply run them more profitably with greater financial predictability. Watch on YouTube
Shiv and I explore how aligning marketing, sales, and operations with clear, measurable KPIs can transform not only your company...
2024-10-2458 minPrivate Equity Value Creation PodcastEp.45: Shiv Narayanan and Kate Hawkes, How To SaaS I How C-Level Marketers Impact Company GrowthShiv speaks with Kate Hawkes, VP of Marketing at How To SaaS. Shiv and Kate talk about the challenges businesses face when they don’t have C-level marketers on their team, and how CEOs and investors can support marketers to advance to this level. Learn what being a C-level marketer entails, how this approach impacts growth strategy, how to improve communication with between marketers and the board, and about the C-Level Marketing Training Program. If you find the podcast helpful, please leave a rating or review. The information contained in this podcast is not intended to constitute, and should not...
2024-09-1936 minPrivate Equity Value Creation PodcastEp.45: Shiv Narayanan and Kate Hawkes, How To SaaS I How C-Level Marketers Impact Company GrowthShiv speaks with Kate Hawkes, VP of Marketing at How To SaaS.
Shiv and Kate talk about the challenges businesses face when they don’t have C-level marketers on their team, and how CEOs and investors can support marketers to advance to this level. Learn what being a C-level marketer entails, how this approach impacts growth strategy, how to improve communication with between marketers and the board, and about the C-Level Marketing Training Program.
If you find the podcast helpful, please leave a rating or review.
The information contained in thi...
2024-09-1936 min
The Agency Profit PodcastHow Positioning & Go to Market Impacts Agency Valuation, With Shiv NarayananPoints of Interest00:49 – 01:52 – Shiv's Background: Shiv shares his journey from building and selling a company to now running How To SaaS, where he works with private equity investors and software companies on marketing strategies.01:53 – 02:51 – Marketing for Private Equity: Shiv explains his company’s focus on providing marketing due diligence, strategy consulting, and fractional CMO services to private equity firms and software companies.02:52 – 03:41 – The Power of Positioning: Marcel highlights the uniqueness of Shiv’s focus on private equity, differentiating How to SaaS in the market by addressing specific investor needs.06:06 – 07:40 – Product Market Fit: Shiv talks about the creation of a new market categor...
2024-09-1835 min
Funky (B2B) MarketingPost-Acquisition Marketing Strategies and Scaling SaaS Success - Shiv NarayananIn this episode of the Funky Marketing Podcast, I had an insightful conversation with Shiv Narayanan, the CEO of How to SaaS. Shiv shared valuable lessons from his extensive experience in guiding private equity investors and CEOs in scaling SaaS companies, with a special focus on post-acquisition marketing strategies. Here are some key takeaways and recommended actions from our discussion:
Key Insights:
Post-Acquisition Marketing: Shiv emphasized the importance of foundational elements in post-acquisition marketing, such as getting TAM and segmentation right, ensuring strong product marketing, and having the necessary...
2024-08-1445 min
saas.unboundMarketing due diligence for SaaS companies with Shiv Narayanan and Tim HeicksJoin us for the live AMA session about Marketing due diligence for SaaS companies with Shiv Narayanan from How To SaaS and Tim Heicks from saas.group. Get invaluable insights into marketing due diligence within the SaaS acquisition process. Learn why marketing due diligence should be taken more seriously during the sale of your company, the metrics acquirers are looking at, red flags to watch out for, and the best practices to follow. Subscribe to our channel to be the first to see the interviews that we publish twice a week - https://www.youtube.com/@saas-group
2024-05-0653 minPrivate Equity Value Creation PodcastEp. 24: Chirag Shah, Wavecrest Growth Partners | How to Increase Enterprise Value with Organic Growth LeversShiv Narayanan interviews Chirag Shah, Growth Partner at Wavecrest Growth Partners. Chirag and Shiv discuss the wide variety of value creation levers that Wavecrest uses to grow their portfolio companies. Learn how to identify the most effective growth levers for each company, and how to scale revenue by optimizing pricing, sales strategy, cross-selling, up-selling, retargeting the go to market, M&A and more. Plus, we talk about the metrics every company and investor should be monitoring for efficient value creation. The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2024-03-1342 minPrivate Equity Value Creation PodcastEp.24: Chirag Shah, Wavecrest Growth Partners | How to Increase Enterprise Value with Organic Growth LeversShiv Narayanan interviews Chirag Shah, Growth Partner at Wavecrest Growth Partners.
Chirag and Shiv discuss the wide variety of value creation levers that Wavecrest uses to grow their portfolio companies.
Learn how to identify the most effective growth levers for each company, and how to scale revenue by optimizing pricing, sales strategy, cross-selling, up-selling, retargeting the go to market, M&A and more. Plus, we talk about the metrics every company and investor should be monitoring for efficient value creation.
The information contained in this podcast is not intended to constitute, and should...
2024-03-1342 minPrivate Equity Value Creation PodcastEp.22: Ripan Kadakia, ZMC | How To Be of Service To Your Portfolio CompaniesShiv Narayanan interviews Ripan Kadakia, Partner at ZMC. Ripan and Shiv discuss ZMC’s aim to serve portfolio companies through a strategy that includes business development, talent acquisition and technology. Learn about ZMC’s focus on macro trends to identify long-term investment opportunities, and hear case studies of growth in challenging circumstances within their portfolio. Plus, we discuss the benefits of prioritizing a culture of integrity, transparency and kindness. The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2024-02-1339 minPrivate Equity Value Creation PodcastEp.22: Ripan Kadakia, ZMC | How To Be of Service To Your Portfolio CompaniesShiv Narayanan interviews Ripan Kadakia, Partner at ZMC.
Ripan and Shiv discuss ZMC’s aim to serve portfolio companies through a strategy that includes business development, talent acquisition and technology.
Learn about ZMC’s focus on macro trends to identify long-term investment opportunities, and hear case studies of growth in challenging circumstances within their portfolio. Plus, we discuss the benefits of prioritizing a culture of integrity, transparency and kindness.
Resources
ZMC website: https://zmclp.com/
Connect with Ripan Kadakia on linkedin @ripankadakia
The information contained in this podcast is n...
2024-02-1339 minPrivate Equity Value Creation PodcastEp.21: Dirk Sahlmer, saas.group | A Long-Term Approach to Profitable SaaS Company GrowthShiv Narayanan interviews Dirk Sahlmer, Head of Origination at saas.group. Dirk and Shiv discuss how saas.group’s investment approach differentiates them from traditional PE firms and influences their value creation framework. Learn about saas.group’s focus on profit margins rather than quick flips, their criteria for identifying companies with long-term revenue potential, a strategy for building efficient go-to-market motions, and much more. Resources SaaS Group website: https://saas.group/Connect with Dirk Sahlmer on Linkedin @dirksahlmersaas.unbound podcast: https://saas.group/podcasts/ The information contained in this podcast is not intended to constitute, and should not be const...
2024-01-3033 minPrivate Equity Value Creation PodcastEp.21: Dirk Sahlmer, saas.group | A Long-Term Approach to Profitable SaaS Company GrowthShiv Narayanan interviews Dirk Sahlmer, Head of Origination at saas.group.
Dirk and Shiv discuss how saas.group’s investment approach differentiates them from traditional PE firms and influences their value creation framework.
Learn about saas.group’s focus on profit margins rather than quick flips, their criteria for identifying companies with long-term revenue potential, a strategy for building efficient go-to-market motions, and much more.
Resources
SaaS Group website: https://saas.group/
Connect with Dirk Sahlmer on Linkedin @dirksahlmer
saas.unbound podcast: https://saas.group/podcasts/
The information contained in this podcast is not i...
2024-01-3033 minPrivate Equity Value Creation PodcastEp.20: Kevin Mosley, Jurassic Capital | How to Use SaaS Benchmarks to Build a Better BusinessShiv Narayanan interviews Kevin Mosley, General Partner at Jurassic Capital.
Kevin and Shiv take a deep dive into Jurassic Capital’s B2B SaaS Benchmarks Report and explore how founders, investors and business leaders can use this data to achieve their growth objectives.
Learn about the vital metrics every SaaS company should be tracking, how your company measures up to industry standards for acquisition costs and sales efficiency, how to increase your retention, and much more.
Resources
Jurassic Capital website: https://jurassiccapital.com/
Connect with Kevin Mosley: https://www.linkedin.com/in/kev...
2024-01-2353 minPrivate Equity Value Creation PodcastEp.20: Kevin Mosley, Jurassic Capital | How to Use SaaS Benchmarks to Build a Better BusinessShiv Narayanan interviews Kevin Mosley, General Partner at Jurassic Capital. Kevin and Shiv take a deep dive into Jurassic Capital’s B2B SaaS Benchmarks Report and explore how founders, investors and business leaders can use this data to achieve their growth objectives. Learn about the vital metrics every SaaS company should be tracking, how your company measures up to industry standards for acquisition costs and sales efficiency, how to increase your retention, and much more. Resources Jurassic Capital website: https://jurassiccapital.com/Connect with Kevin Mosley: https://www.linkedin.com/in/kevincmosley/Jurassic Capital B2B SaaS Benchmarks Report 2023 The...
2024-01-2353 minPrivate Equity Value Creation PodcastEp.19: Narbe Alexandrian, Define Capital | Essential Guide to the Capital Stack and Choosing InvestorsShiv Narayanan interviews Narbe Alexandrian, founder and CEO of Define Capital.
Shiv and Narbe discuss the options investors and founders have for their deal structure and capital stack. Learn about how Define Capital builds long-term partnerships with companies, their approach to valuations and risk, and hear how the current economic environment is impacting investments. Plus, hear why highly specialized software can be such a good investment.
Resources
Define Capital website - https://www.definecapital.ca/
Connect with Narbe Alexandrian - https://www.linkedin.com/in/narbe-alexandrian/
The information contained in this podcast is n...
2024-01-1640 minPrivate Equity Value Creation PodcastEp.19: Narbe Alexandrian, Define Capital | Essential Guide to the Capital Stack and Choosing InvestorsShiv Narayanan interviews Narbe Alexandrian, founder and CEO of Define Capital. Shiv and Narbe discuss the options investors and founders have for their deal structure and capital stack. Learn about how Define Capital builds long-term partnerships with companies, their approach to valuations and risk, and hear how the current economic environment is impacting investments. Plus, hear why highly specialized software can be such a good investment. Resources Define Capital website - https://www.definecapital.ca/Connect with Narbe Alexandrian - https://www.linkedin.com/in/narbe-alexandrian/ The information contained in this podcast is not intended to constitute, and should not b...
2024-01-1640 minPrivate Equity Value Creation PodcastEp.17: Legal, Tax and Accounting Panel | Essential Guide To Preparing for a Successful Founder ExitShiv Narayanan interviews Hanny Akl, Transaction Advisory Services Practice Leader at Warren Averett, David LeGrand, Member (Partner), Tax and Transaction Advisory at Warren Averett, and Zach Crowe, Partner at Morris, Manning and Martin.
Hanny, David, Zach and Shiv walk you through the essential legal and finance work it takes to set your business up for a successful exit.
Learn about what many founders get wrong (and how to avoid those pitfalls), the importance of GAAP, when to start getting your finances in order, and how founders can balance preparing for an exit with the pressures...
2023-12-1245 minPrivate Equity Value Creation PodcastEp.17: Legal, Tax and Accounting Panel | Essential Guide To Preparing for a Successful Founder ExitShiv Narayanan interviews Hanny Akl, Transaction Advisory Services Practice Leader at Warren Averett, David LeGrand, Member (Partner), Tax and Transaction Advisory at Warren Averett, and Zach Crowe, Partner at Morris, Manning and Martin. Hanny, David, Zach and Shiv walk you through the essential legal and finance work it takes to set your business up for a successful exit. Learn about what many founders get wrong (and how to avoid those pitfalls), the importance of GAAP, when to start getting your finances in order, and how founders can balance preparing for an exit with the pressures of limited resources. Resources Warren...
2023-12-1245 minPrivate Equity Value Creation PodcastEp.16: Lauren Bonner, MBM Capital | The Value of Steady Growth in a ‘Unicorn or Bust’ VC EnvironmentShiv Narayanan interviews Lauren Bonner, Managing Partner at MBM Capital.
Shiv and Lauren discuss how to sustainably scale enterprise value in companies where VC funding has dried up. Learn about MBM Capital’s playbook for investing in these companies, including how they evaluate potential investments, an approach for guiding companies towards profitability and why pushing for expansion outside the core product can be a costly distraction.
Resources
Connect with Lauren Bonner - LinkedIn
Learn more about MBM Capital
The information contained in this podcast is not intended to constitute, and should not be...
2023-12-0538 minPrivate Equity Value Creation PodcastEp.16: Lauren Bonner, MBM Capital | The Value of Steady Growth in a ‘Unicorn or Bust’ VC EnvironmentShiv Narayanan interviews Lauren Bonner, Managing Partner at MBM Capital. Shiv and Lauren discuss how to sustainably scale enterprise value in companies where VC funding has dried up. Learn about MBM Capital’s playbook for investing in these companies, including how they evaluate potential investments, an approach for guiding companies towards profitability and why pushing for expansion outside the core product can be a costly distraction. Resources Connect with Lauren Bonner - LinkedInLearn more about MBM Capital The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-12-0538 minPrivate Equity Value Creation PodcastEp.15: Sunil Grover, True Blue Partners | How to Help Companies Grow With a Corporate FinanceOn this episode
Shiv Narayanan interviews Sunil Grover, Managing Partner at True Blue Partners.
Sunil and Shiv discuss how True Blue Partners’ corporate finance perspective helps early-stage AI companies scale.
Learn how they identify founders and companies that are best suited for their approach, why product-market fit is so vital, and how they collaborate with founders throughout a company’s growth journey.
Resources
Connect with Sunil Grover - LinkedIn
The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-11-2837 minPrivate Equity Value Creation PodcastEp.15: Sunil Grover, True Blue Partners | How to Help Companies Grow With a Corporate FinanceOn this episode Shiv Narayanan interviews Sunil Grover, Managing Partner at True Blue Partners. Sunil and Shiv discuss how True Blue Partners’ corporate finance perspective helps early-stage AI companies scale. Learn how they identify founders and companies that are best suited for their approach, why product-market fit is so vital, and how they collaborate with founders throughout a company’s growth journey. Resources Connect with Sunil Grover - LinkedIn The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-11-2837 minPrivate Equity Value Creation PodcastEp.14: Andrew Pierno, XO Capital | How to Leverage the Opportunity in Micro SaaS InvestmentsShiv Narayanan interviews Andrew Pierno, Co-Founder at XO Capital. Andrew and Shiv discuss XO Capital’s highly-targeted investments into small, PLG, single-purpose SaaS companies, and how their thesis contrasts with typical VC attitudes. Learn about why micro-investing presents such a blue ocean opportunity, how Andrew’s technical capabilities inform the ways XO Capital create value, and how XO are able to scale companies profitably with limited resources. Resources Learn more about XO CapitalConnect with Andrew Pierno - LinkedIn XO Capital blog The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-11-1435 minPrivate Equity Value Creation PodcastEp.14: Andrew Pierno, XO Capital | How to Leverage the Opportunity in Micro SaaS InvestmentsShiv Narayanan interviews Andrew Pierno, Co-Founder at XO Capital.
Andrew and Shiv discuss XO Capital’s highly-targeted investments into small, PLG, single-purpose SaaS companies, and how their thesis contrasts with typical VC attitudes.
Learn about why micro-investing presents such a blue ocean opportunity, how Andrew’s technical capabilities inform the ways XO Capital create value, and how XO are able to scale companies profitably with limited resources.
Resources
Learn more about XO Capital
Connect with Andrew Pierno - LinkedIn
XO Capital blog
The information contained in this podcast is not intended to constitute, and should not be const...
2023-11-1435 minPrivate Equity Value Creation PodcastEp.13: Krista Morgan, Stage Fund | How Companies Can Rebound By Refocusing on ProfitabilityShiv Narayanan interviews Krista Morgan, General Partner at Stage Fund. Krista and Shiv discuss the challenges many companies experience in high-pressure VC models, and how Stage’s alternative investment approach offers a solution for founders and investors. Learn about Stage’s process for finding efficiencies and rebuilding revenue generation to get growth back on track in portfolio companies, plus the essential finance foundations many companies are missing. Resources Learn more about Stage FundConnect with Krista Morgan - LinkedIn The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-11-0739 minPrivate Equity Value Creation PodcastEp.13: Krista Morgan, Stage Fund | How Companies Can Rebound By Refocusing on ProfitabilityShiv Narayanan interviews Krista Morgan, General Partner at Stage Fund.
Krista and Shiv discuss the challenges many companies experience in high-pressure VC models, and how Stage’s alternative investment approach offers a solution for founders and investors.
Learn about Stage’s process for finding efficiencies and rebuilding revenue generation to get growth back on track in portfolio companies, plus the essential finance foundations many companies are missing.
Resources
Learn more about Stage Fund
Connect with Krista Morgan - LinkedIn
The information contained in this podcast is not intended to constitute, and should not be construed as, i...
2023-11-0738 minPrivate Equity Value Creation PodcastEp.12: Justin Johnson, Camber Partners | Maximizing Returns of PLG Software InvestmentsShiv Narayanan interviews Justin Johnson, Director of the Investment Team at Camber Partners. Justin and Shiv discuss how Camber Partners sources, evaluates, and adds value to companies with a product-led growth focus. Learn why PLG is such a popular approach among SaaS companies, and how Camber is leveraging AI, machine learning and a proprietary data platform to identify growth opportunities in PLG companies. Plus, get expert insights into how you can optimize the sales funnel in these types of companies. Resources Learn more about CamberConnect with Justin Johnson The information contained in this podcast is not...
2023-10-3133 minPrivate Equity Value Creation PodcastEp.12: Justin Johnson, Camber Partners | Maximizing Returns of PLG Software InvestmentsShiv Narayanan interviews Justin Johnson, Director of the Investment Team at Camber Partners.
Justin and Shiv discuss how Camber Partners sources, evaluates, and adds value to companies with a product-led growth focus.
Learn why PLG is such a popular approach among SaaS companies, and how Camber is leveraging AI, machine learning and a proprietary data platform to identify growth opportunities in PLG companies. Plus, get expert insights into how you can optimize the sales funnel in these types of companies.
Resources
Learn more about Camber
Connect with Justin Johnson
2023-10-3133 minPrivate Equity Value Creation PodcastEp.11: Cody Lee, Summit Partners | What You Need to Know About Marketing in PortcosShiv Narayanan interviews Cody Lee, Vice President in Summit Partner’s Peak Performance Group. Cody and Shiv discuss why marketing is a function no portco (and no investor) can afford to ignore, and what you need to know about portco marketing in the current environment. Learn about a realistic approach to data-driven marketing strategy, common areas where portcos are wasting their dollars, and how to find the right person to lead a marketing function. Resources Learn more about Summit PartnersConnect with Cody Lee - LinkedInInfluence, by Robert Cialdini Cody Lee’s commentary presented herein reflects the views, experience and opin...
2023-10-2450 minPrivate Equity Value Creation PodcastEp.11: Cody Lee, Summit Partners | What You Need to Know About Marketing in PortcosShiv Narayanan interviews Cody Lee, Vice President in Summit Partner’s Peak Performance Group.
Cody and Shiv discuss why marketing is a function no portco (and no investor) can afford to ignore, and what you need to know about portco marketing in the current environment.
Learn about a realistic approach to data-driven marketing strategy, common areas where portcos are wasting their dollars, and how to find the right person to lead a marketing function.
Resources
Learn more about Summit Partners
Connect with Cody Lee - LinkedIn
Influence, by Robert Cialdini
Co...
2023-10-2450 min
ProductLed PodcastHow to Build a Demand Gen Engine for a Product-Led businessMany software businesses initially prioritize sales over marketing, often leading to a need for more emphasis on demand generation. In this episode, Shiv Narayanan, CEO of How To SaaS and author of Post-Acquisition Marketing, discusses his experience and expertise building a self-serve demand gen engine, diving into strategies for companies looking to scale from $1 million to $10 million in revenue.
Along with host Wes Bush, they explore different stages of marketing maturity, how to target the right segments based on the average customer value, and insights on the allocation of marketing budgets, among many other...
2023-10-1731 minPrivate Equity Value Creation PodcastEp.10: Allen Duan, B Capital Group | 5 Pillars of Value Creation for Minority InvestorsShiv Narayanan interviews Allen Duan, General Partner at B Capital Group. Allen and Shiv discuss how B Capital Group’s role as minority investors influences their approach to value creation and how they leverage the experience of advisors and partners. Learn how you can guide companies towards growth through team and organization, capital advisory, strategy and operations, BD and ecosystem development, and community knowledge sharing. Resources Learn more about B Capital GroupConnect with Allen Duan - LinkedIn The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-10-1742 minPrivate Equity Value Creation PodcastEp.10: Allen Duan, B Capital Group | 5 Pillars of Value Creation for Minority InvestorsShiv Narayanan interviews Allen Duan, General Partner at B Capital Group.
Allen and Shiv discuss how B Capital Group’s role as minority investors influences their approach to value creation and how they leverage the experience of advisors and partners.
Learn how you can guide companies towards growth through team and organization, capital advisory, strategy and operations, BD and ecosystem development, and community knowledge sharing.
Resources
Learn more about B Capital Group
Connect with Allen Duan - LinkedIn
The information contained in this podcast is not intended to constitute, and should not be construed as, investment ad...
2023-10-1742 minPrivate Equity Value Creation PodcastEp.9: Matt Gallagher, Hg Capital | How to Increase Efficiency with Data and StrategyShiv Narayanan interviews Matt Gallagher, Portfolio CRO at Hg Capital. Matt and Shiv discuss how the Hg portfolio team prioritize revenue growth strategies that will move the needle most in the first months after an investment. Learn about the importance of due diligence as a foundation for scale and the metrics you should review to assess performance and potential, plus common areas of inefficiency in portfolio companies and how to address them. Resources For the latest information and data on Hg please visit: https://quarterly-update.hgcapital.com/2023/Learn more about Hg CapitalConnect with Matt Gallagher - LinkedInMastering the 7 Essentials of H...
2023-10-1040 minPrivate Equity Value Creation PodcastEp.9: Matt Gallagher, Hg Capital | How to Increase Efficiency with Data and StrategyShiv Narayanan interviews Matt Gallagher, Portfolio CRO at Hg Capital.
Matt and Shiv discuss how the Hg portfolio team prioritize revenue growth strategies that will move the needle most in the first months after an investment.
Learn about the importance of due diligence as a foundation for scale and the metrics you should review to assess performance and potential, plus common areas of inefficiency in portfolio companies and how to address them.
Resources
For the latest information and data on Hg please visit: https://quarterly-update.hgcapital.com/2023/
Learn more about Hg Capital
...
2023-10-1040 minPrivate Equity Value Creation PodcastEp.8: George Rossolatos, CBGF | How to Build Sustainable Growth with a Long Term Investment ApproachShiv Narayanan interviews George Rossolatos, CEO and Managing Partner of Canadian Business Growth Fund. George and Shiv discuss how CBGF’s investment philosophy and evergreen fund are a rewarding alternative to companies choosing rapid growth at all costs. Learn how longer holding periods can be the basis of sustained, profitable growth and better returns for both founders and investors. Plus, hear how founders should be evaluating potential investors to build the right partnership. Resources Learn more about CBGFConnect with George Rossolatos - LinkedInThinking in Bets, by Annie Duke The information contained in this podcast is not intended to constitute, and sho...
2023-10-0340 minPrivate Equity Value Creation PodcastEp.8: George Rossolatos, CBGF | How to Build Sustainable Growth with a Long Term Investment ApproachShiv Narayanan interviews George Rossolatos, CEO and Managing Partner of Canadian Business Growth Fund.
George and Shiv discuss how CBGF’s investment philosophy and evergreen fund are a rewarding alternative to companies choosing rapid growth at all costs.
Learn how longer holding periods can be the basis of sustained, profitable growth and better returns for both founders and investors. Plus, hear how founders should be evaluating potential investors to build the right partnership.
Resources
Learn more about CBGF
Connect with George Rossolatos - LinkedIn
Thinking in Bets, by Annie Duke
The inf...
2023-10-0340 minPrivate Equity Value Creation PodcastEp.7: Vinny Prajka, JMI Equity | How to Use ICPs and Segmentation as a Foundation for ScaleShiv Narayanan interviews Vinny Prajka, Partner at JMI Equity.
Vinny and Shiv discuss how portfolio companies can increase efficiency and grow sustainably with a more focused approach to sales.
Hear how JMI use customer segmentation to target sales efforts, reduce churn and increase average sales price. Learn how to implement this approach in your portfolio companies, including restructuring the sales org structure, updating product marketing and hiring the right team.
Resources
Learn more about JMI Equity
Topics from JMI executive roundtables
Connect with Vincent Prajka - LinkedIn
The information contained in th...
2023-09-2639 minPrivate Equity Value Creation PodcastEp.7: Vinny Prajka, JMI Equity | How to Use ICPs and Segmentation as a Foundation for ScaleShiv Narayanan interviews Vinny Prajka, Partner at JMI Equity. Vinny and Shiv discuss how portfolio companies can increase efficiency and grow sustainably with a more focused approach to sales. Hear how JMI use customer segmentation to target sales efforts, reduce churn and increase average sales price. Learn how to implement this approach in your portfolio companies, including restructuring the sales org structure, updating product marketing and hiring the right team. Resources Learn more about JMI EquityTopics from JMI executive roundtablesConnect with Vincent Prajka - LinkedIn The information contained in this podcast is not intended to constitute, and should not be co...
2023-09-2639 minPrivate Equity Value Creation PodcastEp.6: AJ Gandhi, Marlin Equity Partners | 6 Needle Movers for Organic GrowthShiv Narayanan interviews AJ Gandhi, CGO at Marlin Equity Partners.AJ and Shiv discuss how Marlin Equity Partners’ team of operating professionals create value in their portcos with a hands-on approach to revenue growth. Learn about the sales and marketing structures that are the foundation to scaling but are often underdeveloped, and hear how Marlin Equity Partners leverage upselling, demand generation and pricing changes for sustainable growth. Resources Learn more about Marlin Equity PartnersConnect with AJ Gandhi - LinkedIn The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-09-2050 minPrivate Equity Value Creation PodcastEp.6: AJ Gandhi, Marlin Equity Partners | 6 Needle Movers for Organic GrowthShiv Narayanan interviews AJ Gandhi, CGO at Marlin Equity Partners.AJ and Shiv discuss how Marlin Equity Partners’ team of operating professionals create value in their portcos with a hands-on approach to revenue growth.
Learn about the sales and marketing structures that are the foundation to scaling but are often underdeveloped, and hear how Marlin Equity Partners leverage upselling, demand generation and pricing changes for sustainable growth.
Resources
Learn more about Marlin Equity Partners
Connect with AJ Gandhi - LinkedIn
The information contained in this podcast is not intended to constitute, and should no...
2023-09-2050 minPrivate Equity Value Creation PodcastEp.5: Mariza Warshawsky, Assembly Group | How to Hire the Right Team To Grow Your Portfolio CompaniesShiv Narayanan interviews Mariza Warshawsky, Partner at Assembly Group. Mariza and Shiv discuss Assembly Group’s tried-and-tested process to source and hire for key roles for PE-backed software companies. Learn how the experts recommend laying the groundwork for a successful search, and how to secure the best candidates in a competitive market. Get clarity on what to expect when you’re looking for a function leader who can supercharge portco growth. Resources Learn more about Assembly GroupConnect with Mariza Warshawsky - LinkedIn The information contained in this podcast is not intended to constitute, and should not be construed as...
2023-09-1541 minPrivate Equity Value Creation PodcastEp.5: Mariza Warshawsky, Assembly Group | How to Hire the Right Team To Grow Your Portfolio CompaniesShiv Narayanan interviews Mariza Warshawsky, Partner at Assembly Group.
Mariza and Shiv discuss Assembly Group’s tried-and-tested process to source and hire for key roles for PE-backed software companies.
Learn how the experts recommend laying the groundwork for a successful search, and how to secure the best candidates in a competitive market. Get clarity on what to expect when you’re looking for a function leader who can supercharge portco growth.
Resources
Learn more about Assembly Group
Connect with Mariza Warshawsky - LinkedIn
The information cont...
2023-09-1541 minPrivate Equity Value Creation PodcastEp.4: Zane Tarence, Founders Advisors | What Makes a Business Investment-GradeShiv Narayanan interviews Zane Tarence, Partner and Managing Director at Founders Advisors Technology Practice. Zane and Shiv discuss what investors look for in potential acquisitions and how founders can make their businesses more appealing for investment. Get an insider’s perspective on the finance options available to growing businesses, what many founders get wrong, and the factors that make a company investment-grade. Resources Learn more about Founders AdvisorsConnect with Zane Tarence - LinkedInGet Zane's book, 17 Reasons Your Company Is Not Investment Grade & What To Do About It To provide securities-related services discussed herein, certain principals of Founders Advisors, LLC are...
2023-09-1255 minPrivate Equity Value Creation PodcastEp.4: Zane Tarence, Founders Advisors | What Makes a Business Investment-GradeShiv Narayanan interviews Zane Tarence, Partner and Managing Director at Founders Advisors Technology Practice.
Zane and Shiv discuss what investors look for in potential acquisitions and how founders can make their businesses more appealing for investment. Get an insider’s perspective on the finance options available to growing businesses, what many founders get wrong, and the factors that make a company investment-grade.
Resources
Learn more about Founders Advisors
Connect with Zane Tarence - LinkedIn
Get Zane's book, 17 Reasons Your Company Is Not Investment Grade & What To Do About It
To provide securities-related serv...
2023-09-1255 minPrivate Equity Value Creation PodcastEp.3: Mike Devine, Fortra | How Marketing Needs to Evolve for a High-Growth Platform CompanyShiv Narayanan interviews Mike Devine, CMO at Fortra.
Mike and Shiv discuss how the Fortra marketing function has adapted and scaled to suit the company’s changing needs and consistently drive growth.
Learn how they integrated teams, built centres of expertise and maintained open communication with investors.
Learn more about Fortra:
https://www.fortra.com/
The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-08-1837 minPrivate Equity Value Creation PodcastEp.3: Mike Devine, Fortra | How Marketing Needs to Evolve for a High-Growth Platform CompanyShiv Narayanan interviews Mike Devine, CMO at Fortra. Mike and Shiv discuss how the Fortra marketing function has adapted and scaled to suit the company’s changing needs and consistently drive growth. Learn how they integrated teams, built centres of expertise and maintained open communication with investors. Learn more about Fortra: https://www.fortra.com/ The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-08-1837 minPrivate Equity Value Creation PodcastEp.2: Bryce Youngren, Polaris Growth Fund | How to Deliver Big Returns on Small CompaniesShiv Narayanan interviews Bryce Youngren, Managing Partner at Polaris Growth Fund.
Bryce and Shiv discuss how Polaris Growth Fund creates value in smaller businesses, and why this area of the market is under-leveraged. Learn about the tried-and-tested process that has helped them generate impressive returns, including a founder-friendly approach and strategic acceleration teams.
Learn more about Polaris Growth Fund
Connect with Bryce Youngren - LinkedIn
Access the slides Bryce shares
The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-08-1635 minPrivate Equity Value Creation PodcastEp.2: Bryce Youngren, Polaris Growth Fund | How to Deliver Big Returns on Small CompaniesShiv Narayanan interviews Bryce Youngren, Managing Partner at Polaris Growth Fund. Bryce and Shiv discuss how Polaris Growth Fund creates value in smaller businesses, and why this area of the market is under-leveraged. Learn about the tried-and-tested process that has helped them generate impressive returns, including a founder-friendly approach and strategic acceleration teams. Learn more about Polaris Growth FundConnect with Bryce Youngren - LinkedInAccess the slides Bryce shares The information contained in this podcast is not intended to constitute, and should not be construed as, investment advice.
2023-08-1635 minPrivate Equity Value Creation PodcastEp.1: Daniel Pianko, Achieve Partners | How to Stand Out in the War for Capital with Talent DevelopmentShiv Narayanan interviews Daniel Pianko, Managing Director at Achieve Partners and host of the Better Money Better World podcast.
Daniel and Shiv discuss how Achieve Partners is using talent development to maximize portfolio company growth, unlock revenue potential, and make positive change for employees and their communities. Learn how Achieve Partners' alternative approach is helping set them apart from other firms and connect them with passionate investors and founders.
Resources
Learn more about Achieve Partners
Connect with Daniel Pianko - LinkedIn
Listen to Better Money Better World podcast
⏱️ Time Stamps
00:00 Intro
04:08 Achiev...
2023-08-1535 minPrivate Equity Value Creation PodcastEp.1: Daniel Pianko, Achieve Partners | How to Stand Out in the War for Capital with Talent DevelopmentShiv Narayanan interviews Daniel Pianko, Managing Director at Achieve Partners and host of the Better Money Better World podcast. Daniel and Shiv discuss how Achieve Partners is using talent development to maximize portfolio company growth, unlock revenue potential, and make positive change for employees and their communities. Learn how Achieve Partners' alternative approach is helping set them apart from other firms and connect them with passionate investors and founders. Learn more about Achieve PartnersConnect with Daniel Pianko - LinkedInListen to Better Money Better World podcast The information contained in this podcast is not intended to constitute, and should not be con...
2023-08-1535 min
B2B Founder Stories w/ SuccessKitMarketing Opportunities, Trends, and Missteps (w/Shiv Narayanan)Shiv Narayanan, the founder and CEO of How to SaaS, stops by our B2B Founder Stories podcast to describe how he built the fully self-funded company in 2019 (and it’s now at about $3.5 million in revenue). He also identifies what mistakes he sees B2B SaaS marketers making, explains why hiring more salespeople isn’t always necessary to boost sales, and points out what trends are working now.
2023-02-2428 min
Software People StoriesUnderstanding the Why first with Nani Narayanan SrinivasanIn this episode, Shiv is in conversation with Nani Narayanan Srinivasan, who is the leader, Data Sciences at HomeUnion and has been in the IT industry for over four decades.In this conversation, Nani talks about:Studying metallurgy and getting exposed to programming to design a blast furnace.Wanting to be in the systems software, Telecom and R&D side of computing.Opportunity to work on a project which was more of R&D, to implement a hot standby and takeover algorithm for mainframes.Realizing the need to understand a client’s business si...
2022-01-1540 min
Discover A Full Audiobook That Is Simply Breakthrough.Post-Acquisition Marketing by Shiv NarayananPlease visithttps://thebookvoice.com/podcasts/2/audible/40607to listen full audiobooks.
Title: Post-Acquisition Marketing
Author: Shiv Narayanan
Narrator: Assaf Cohen
Format: mp3
Length: 1 hr and 55 mins
Release date: 04-22-21
Ratings: 3 out of 5 stars, 4 ratings
Genres: Corporate & Public Finance
Publisher's Summary:
When you’re acquired by private equity, the first 100 days are critical. You need to grow revenue faster, be more profitable, and integrate additional companies, all while getting buy-in from investors. In this environment, ramping up your sales pipeline is a major component of meeting board expectations. In Post-Acquisition Marketing, Shiv Narayanan reveals how PE-backed companies can leverage marketing to sc...
2021-04-221h 55
Explore New Full Audiobooks in Business & Economics, Marketing & AdvertisingPost-Acquisition Marketing by Shiv NarayananPlease visithttps://thebookvoice.com/podcasts/1/audiobook/516624to listen full audiobooks.
Title: Post-Acquisition Marketing
Author: Shiv Narayanan
Narrator: Assaf Cohen
Format: Unabridged Audiobook
Length: 1 hour 55 minutes
Release date: April 14, 2021
Genres: Marketing & Advertising
Publisher's Summary:
When you’re acquired by Private Equity, the first one hundred days are critical. You need to grow revenue faster, be more profitable, and integrate additional companies, all while getting buy-in from investors. In this environment, ramping up your sales pipeline is a major component of meeting board expectations. In Post-Acquisition Marketing, Shiv Narayanan reveals how PE-backed companies can leverage marketing to scale faster and deliver on th...
2021-04-141h 55
Consulting Success PodcastGenerating $2M in Consulting Revenue in 18 Months with Shiv NarayananSaying no to revenue is the hardest thing to do, but sometimes you have to do it in order to build a more sustainable business. This is one of the things that Shiv Narayanan learned on his way to generating $2 million in consulting revenue for his B2B SaaS startup. The founder and CEO of How To SaaS, Shiv developed high-performance marketing systems that drive revenue growth. These systems helped him lead his company in a staggering growth from zero gains to seven figures in a span of 18 months. If that’s not enough to make you wonder what these...
2021-04-0536 min
Game ChangersShiv ShivakumarWelcome our Game Changer Mr. Shiv Shivakumar, Group Executive President, Corporate Strategy and Business Development - Aditya Birla group. The Brand Builder of India who held top positions in Multinational Organizations including Hindustan Unilever, Nokia and has served as the CEO of Philips and PepsiCo. Banglore born Shiv Shivakumar is a diligent leader and management thinker who graduated from IIT Madras & IIM Calcutta. He is credited with revolutionizing the corporate hierarchy and is known to be very easily available to even the junior most staff of the company. The author of t...
2021-02-2825 min
Hooked On BooksEP-23 Shiv ShivakumarShould money be the primary factor in picking a job? When do I pursue an MBA or a second MBA? Should I switch industries to move ahead? The Right Choice delves deep into the ten frequently faced dilemmas in a person's career, such as the ones listed above. The author shares his wisdom and experiences from his illustrious career as one of India Inc's longest-serving CEOs. In his trademark straightforward and lucid style, he shares lessons and learnings on each of the ten dilemmas. The book also contains insights and perspectives from twenty-four highly experienced p...
2021-02-2330 min
The Buyer Enablement PodcastEP.3 All Brand No Sales w/ Shiv Narayanan, Founder of How to SaaSShiv Narayanan is the CEO and founder of How To SaaS. He was the former CMO / CRO of Wild Apricot from and helped the business grow to $20M in ARR without a sales team—full stop, wow. Shiv is an expert in designing marketing programs and finding the right mix of marketing activities that work. Wild Apricot is an incredible growth story, and they never had a sales team. In episode 03 he breaks down a few things: Why giving demos and sales calls is the bare minimum, and what more you can do. Shiv also goes deep on how mar...
2020-10-1339 min
Built to Scale | B2B SaaS EditionHow to build a marketing engine for a B2B company with Shiv Narayanan CEO of How To SaaSIn episode 22, I sat down with Shiv Narayanan, Founder and CEO of How To SaaS (former CMO of Wild Apricot).
2020-09-0700 min
How To SaaS29: How to grow through acquisitions, focus and culture with Dave GrayOn episode 29 of the How To SaaS podcast, Shiv interviews Dave Gray, the former CEO of Daxko and current CEO of the Biso Collective. Dave and Shiv discuss how Daxko deployed a growth by acquisitions strategy to scale its business and the importance of focus in growing companies. Dave also shares the vision for his new initiative, Biso Collective, and how he plans on deploying a buy-and-hold strategy to give founders of mission-critical software companies a third alternative to a liquidity event outside of a strategic or financial buyer.
2019-10-151h 00
How To SaaSHow to hire a rockstar product managerOn this episode of How To SaaS, we discuss how to hire a rockstar product manager and what aspiring product leaders need to become to be effective. Your Product leader needs to:
1. Understand the intersection of product management encompasses UX, Tech and Business and be able to serve the needs of each
2. Be market focused to help the rest of the company understand the market needs and pains that need to be addressed.
3. Be able to make important tradeoffs with limited resources to serve and please all the different stakeholders involved.
4. Appreciate growth and all the different levers that can...
2019-09-1305 min
How To SaaSHow to build a content strategy for your SaaS companyAre you trying to figure out your content strategy? Here are 6 simple steps that can help you create a massive content backlog:
1) Who are you trying to help / serve? Ideally, use a real life example.
2) What keeps them up at night? What problems are they facing?
3) What are the negative consequences of their problems? What happens if they don't solve this problem?
4) What is their dream scenario? What are their motivations, needs and goals?
5) What are the checkpoints and milestones between where they are now and their dream scenario? Who do they need to become to achieve the transformation they...
2019-09-1305 min
How To SaaSHow to forecast sales projections more effectivelyHas your company ever missed its quarterly or annual sales projections? This is one of the top reasons why C-Level executives are let go from growing companies. It often happens inside companies where forecasting is treated more like a math exercise and the underlying growth model for the business isn't strong enough. That's why on this episode of How To SaaS, Shiv Narayanan talks about how executive teams can forecast sales projections more effectively, while still setting ambitious targets.
2019-09-1309 min
How To SaaSHow to get more budget for contentHave you ever tried to get more funding for Content Marketing initiatives or team members, only to have your CEO / CFO / CMO tell you there's not money in the budget for that? On this episode of How To SaaS, Shiv Narayanan talks about how you can go about making sure Content Marketing gets the funding it deserves to help you drive the business forward.
Go to the full episode blog post with slides, video and more: https://www.howtosaas.com/blog/how-to-get-more-funding-for-content-marketing
2019-09-1306 min
How To SaaS28: How to build a platform SaaS company with Eric Thurston, CEO of PersonifyOn Episode 28, Eric Thurston (CEO of Personify) and Shiv discuss how to build a platform SaaS company, including the strategy, process, challenges, learnings and personal growth that come along with it. Eric is the CEO of the company that eventually acquired Wild Apricot.
2019-08-061h 05
How To SaaS27: Rand Fishkin on how to avoid the biggest pitfalls of being a SaaS founderOn Episode 27, Rand Fishkin (Founder of Moz and SparkToro) and Shiv discuss how to avoid the biggest pitfalls of being a SaaS founder, Rand's journey with Moz, his book "Lost and Founder" and the 5 things he is doing differently as a second time founder.
2019-07-2957 min
How To SaaS26: How to price your SaaS product with Patrick Campbell, CEO of ProfitWellOn Episode 26, Shiv and Patrick Campbell (CEO of ProfitWell) discuss how to price your SaaS product, including the hot button topic of pricing increases.
2019-07-1547 min
How To SaaS25: How to build a sales machine with Stephen Silberbach, SVP of Global Sales at ClioOn Episode 25, Shiv and Stephen Silberbach (SVP of Global Sales at Clio) discuss how to build a sales machine for your SaaS company, including team structure, roles, responsibilities and KPIs.
2019-07-1558 min
Second in Command: The Chief Behind the Chief with Cameron HeroldEp. 07 – Decentralizing Business Operations with Shiv Narayananto help manage membership, website, events and other activities. COO Shiv Narayanan dives into the impact of running an organization in a more decentralized manner while tackling the concept of natural hierarchies. Specializing in lowering customer acquisition costs, capturing and cultivating high-quality leads, and maximizing lifetime value, Shiv uncovers the three significant pillars of self-development, […]Resources:Subscribe, Rate & ReviewI'd love you to subscribe to the podcast and leave an honest rating & review. This will encourage others to listen and grow as a community.YouTube - Second In Command Podcast - https://www...
2018-05-1449 min
How To SaaS24: How to build an Intent Engine with Dev Basu, CEO of Powered by SearchOn Episode 42, Shiv Narayanan interviews Dev Basu, CEO of Powered by Search, on how SaaS companies can build an Intent Engine to attract, engage and convert prospects into paying users.
2018-04-151h 02
How To SaaS22: How To Expand Internationally with Bryce Youngren, Managing Partner at Polaris PartnersOn Episode 39 of the How To SaaS podcast, Shiv interviews Bryce Youngren, Managing Partner at Polaris Partners, and they discuss how SaaS companies can expand internationally.
Bryce shares 5 ways SaaS companies can go about doing this and uses real life examples from his portfolio companies:
1) Channel Partners
2) Telesales
3) Freemium
4) Local Presence
5) Acquisitions
2018-03-1239 min
How To SaaS21: How SaaS acquisitions work (Wild Apricot's acquisition by Personify)On Episode 38 of the How To SaaS podcast, Shiv Narayanan gives a behind the scenes look of the Wild Apricot acquisition.
2018-03-0530 min
How To SaaS20: How to build a product-led go-to-market strategy with Paul Teshima, CEO of Nudge.aiIn Episode 37 of the How To SaaS podcast, Shiv interviews Paul Teshima, CEO of Nudge.ai, on how to build a product-led go-to-market strategy.
2018-02-2030 min
How To SaaS19: The 5 critical factors of private equity investing in SaaS companies with Zane TarenceOn Episode 36 of the How To SaaS podcast, Shiv Narayanan talks to Zane Tarence, Managing Director of Founders Investment Banking, on the 5 critical factors private equity investors analyze when investing in SaaS companies.
2017-09-1953 min
How To SaaS18: How To Find Product-Market Fit for Your SaaS Company With Will Dinkel, CEO Of Nova.aiOn Episode 35 of the How To SaaS podcast, Shiv Narayanan talks to Will Dinkel (CEO of Nova.ai) on how to find product-market fit for your SaaS company, Will's journey through YCombinator and all the struggles involved in the early stages of a startup.
2017-07-2538 min
How To SaaS17: Nicholas Kusmich on how to leverage Facebook ads for SaaS companiesOn Episode 34 of the How To SaaS podcast, Shiv Narayanan interviews Nicholas Kusmich -- the go-to expert on Facebook ads. Nicholas has worked with all kinds of industry leaders, including Tony Robbins, Robin Sharma, Joe Polish, and many SaaS companies, including SamCart, Zapable and more.
Shiv and Nicholas discuss all the ways in which SaaS companies could leverage Facebook ads as a new channel of acquisition. A lot of SaaS companies are leaving money on the table by ignoring low-hanging fruit on Facebook.
Check out Nick's latest book: Give - The Ultimate Guide To Using Facebook Advertising To Generate More...
2017-06-0747 min
How To SaaS16: Neil Patel On Why Content Marketing Is Not For Every SaaS CompanyOn Episode 33 of the How To SaaS podcast, Shiv Narayanan interviews Neil Patel, the guru of content marketing. The interview starts with a discussion on how SaaS companies can leverage content as a source of traffic and leads but quickly transitions to Neil's take on whether or not all SaaS companies should be doing content marketing, especially in the early days or if funding is limited, where other channels can likely produce a more immediate return.
2017-05-2622 min
How To SaaS15: How To Generate 8K Leads per Month with 8 Simple Rules Of A/B Testing ft. Lars LofgrenOn episode 32 of the How To SaaS podcast, Shiv Narayanan interviews Lars Lofgren, Head of Growth at I Will Teach You To Be Rich and former Head of Marketing at Kissmetrics. Lars has had the unique opportunity of working with 3 marketing all stars in Hiten Shah, Neil Patel and now Ramit Sethi, so he has a ton of experience and mentorship to pull from. Shiv and Lars discuss how Lars was able to generate 8000 leads per month at Kissmetrics, how to generate millions of visitors to your blog and his 8 simple rules of A/B testing that you and your...
2017-03-1455 min
How To SaaS14: How To Use Your Brand To Say "No" To Good Opportunities With Laura Roeder, CEO Of Meet EdgarOn Episode 31 of the How To SaaS podcast, Shiv Narayanan interviews Laura Roeder, Founder and CEO of Meet Edgar, on how to use your brand to say "No" to good opportunities to uncover the story behind the critical decisions that helped grow Edgar to $4MM in ARR in just 3 years.
2017-03-0540 min
How To SaaS13: How to manipulate the media and build a PR machine like Donald Trump with Tucker MaxOn Episode 30 of the How To SaaS podcast, Shiv Narayanan interviews bestselling author Tucker Max on how to manipulate the media and build a PR machine like Donald Trump.
2017-02-2742 min
How To SaaS12: How To Deploy And Measure Radio Ads For Your SaaS CompanyOn Episode 29 of the How To SaaS podcast, Shiv Narayanan interviews Mitch Solway, the former VP of Marketing at Freshbooks, on how to deploy and measure radio ads as an avenue for acquiring customers.
2017-02-211h 02
How To SaaS11: How To Acquire A SaaS Company And Build Synergies With Your Existing BusinessEpisode 11 of the How To SaaS podcast with Shiv Narayanan features Adam Fried, CEO of SimplyColorLab and ShootQ, on how to layer a retail business and a SaaS company on top of each other to create synergies and generate additional streams of revenue.
2016-07-1640 min
How To SaaS09: How To Use Advocate Marketing As A Land And Expand StrategyEpisode 9 of the How To SaaS podcast with Shiv Narayanan features Heather Foeh, VP of Customer Advocacy at Vision Critical, on how to use Advocate Marketing as a land and expand strategy.
2016-05-3021 min
How To SaaS08: How To Run Your Blog Like A Product Manager w/ Heather McCloskey of UservoiceEpisode 8 of the How To SaaS podcast with Shiv Narayanan features Heather McCloskey, Inbound Marketing Manager at Uservoice, and we discuss how to run your blog like a product manager.
2016-05-1615 min
How To SaaS07: How to bootstrap a SaaS company using Content Marketing with Omar ZenhomEpisode 7 of the How To SaaS podcast with Shiv Narayanan features Omar Zenhom, co-founder of the $100MBA & Webinar Ninja, on how to bootstrap a SaaS company using content marketing.
2016-05-0824 min
How To SaaS06: How Uberflip is using webinars to pioneer Content ExperienceEpisode 6 of the How To SaaS podcast with Shiv Narayanan features Hana Abaza, VP of Marketing at Uberflip, on pioneering the Content Experience conversation and how their webinar strategy is helping them distribute the message to the market.
2016-05-0131 min
How To SaaS04: How To Onboard Users In The First 100 Days® with Joey Coleman, Founder of Design SymphonyEpisode 4 of the How To SaaS podcast with Shiv Narayanan features Joey Coleman on onboarding users in the first 100 days of their journey and turning initial experience into an advantage to increase retention and referrals
2016-04-1754 min
How To SaaS00: Intro To How To SaaS With Shiv Narayanan, Founder Of How To SaaS And CMO Of Wild ApricotEpisode 0 of the How To SaaS podcast with Shiv Narayanan.
2016-04-0411 min